October 20, 22, 27, 29, November 3, 5, 10, 12, 17, and 19, 2020

Session Dates and Times

The virtual classroom sessions meet a total of 10 times, from 6:00pm - 8:00pm CT

Sessions 1: Tuesday, 20th October
•  Sessions 2: Thursday, 22nd October
•  Sessions 3: Tuesday, 27th October
•  Sessions 4: Thursday, 29th October
•  Sessions 5: Tuesday, 3rd November
•  Sessions 6: Thursday, 5th November
•  Sessions 7: Tuesday, 10th November
•  Sessions 8: Thursday, 12th November
•  Sessions 9: Tuesday, 17th November
•  Sessions 10:Thursday, 19th November

All sessions are recorded. The recording will be available for download within 24 hours of the session end time.  

To receive course credit, students are required to pass the course exam by earning a score or 70% or higher. All exams are administered online. Exams open at 8 a.m. Central time the day after the course ends and close at 8 a.m. Central time seven (7) days later.

Example: The exam for a course that ends on Thursday will open at 8 a.m. Central time Friday. That exam will close at 8 a.m. Central time the following Friday.


Linking a company's enterprise-level goals with their real estate strategy is key to offering the right space solution. Whether an investor, operator, or a broker, it's important to approach real estate problems from the perspective of the user/occupant. In CI 103, you'll learn such advanced skills as how to perform a comparative lease analysis between competing assets, analyze a sale-leaseback to help a client generate capital from their owned real estate, and advise a client on a lease vs. purchase decision to facilitate an expansion.

Incorporating the CCIM Decision-Making Model and the CCIM Communications/Negotiations Model, CI 103 explores new concepts regarding user discount rate selection, such as using multiple rates for some occupancy decisions based on perception of risk related to the various occupancy cash flows.

After completing this course, you will be able to:

  • apply key occupancy decision-making skills such as comparative lease analysis, lease vs. purchase analysis, lease buyout analysis, and sale-leaseback analysis to optimize user space decisions;
  • determine how the financial reporting requirements for real estate influence user decisions; and
  • integrate negotiation skills with financial analysis skills to maximize user outcomes.



Jim Rosen, CCIM

Pace Properties, Inc.Vice President - Brokerage




October 20, 2020 at 6:00pm - 8pm
The virtual classroom sessions meet a total of 10 times, from 6 p.m. - 8 p.m. CT